Sales Manager

James Dyer, MBA 585-***-**** (H) ~ 585-***-**** (M)

*** **** ******, ********, ** 14450 *******@*******.***

Vice President – Sales & Business Development

Accelerates revenue growth - identifies critical success factors in key accounts and business

relationship opportunities. Drives tactical and strategic initiatives to reduce cycles and maximize

revenue.

Creates winning value propositions. Articulates value in terms of specific client objectives and

balance sheet impacts.

Inspires performance excellence - high-touch, high-visibility, high-accountability approach to key

clients and strategic revenue drivers.

High-impact sales and marketing leader with documented history of multi-million dollar improvements to

top-line revenue. Aligns organization, systems and processes with market demand and strategic objectives.

Promotes OST (Objectives, Strategies, Tactics) model to insure laser focus on each opportunity. Ground-up

developer or revitalization expert, delivers powerful sales teams, galvanized client relationships and exceeds

revenue targets.

Initiated national sales organization for startup industrial software firm; in 18 months developed $1.2M revenue

base and $10M pipeline.

Turned around sales team for Fortune 100 telecommunications firm; within one year improved national ranking

from 112 of 119 to top 30.

Launched new market for start-up telecommunications firm; in two years developed $6M annual revenue stream.

Revitalized sales organization for mature Fortune 1000 firm; reduced customer churn by 70%, grew base

revenue by $4.7M in first three years.

* P&L analysis / accountability * Staff recruitment and retention * Market analysis

* Business process engineering * Business development * Strategic Planning

* Territory expansion * Product line expansion * Change management

* Organizational alignment * Startup or Turnaround expert * Training

* Cost control / bottom line improvement

Career History:

Viewpoint Data Management; May 2007 – November 2008

Vice-President, Sales & Marketing; Test engineering data management software.

Initiated sales, business development, training and marketing plans for startup software firm. Managed budget, operations,

cost control, account development, client relations and staffing.

Managed ~$500,000 Sales and Marketing budget.

Launched and staffed 6 regions across United States.

Reversed marketing BPO to gain control of brand & costs resulting in 80% increased return.

Designed compensation plan, established sales objectives, agent channel, installed CRM tool, sales processes and

policies.

Key clients include Carrier, Raytheon, BAE, Moog, Delphi, Textron and Bose.

$10.1 M pipeline in 12 months.

Developed post-sale processes to optimize client experience.

Trained sales and engineering staff to drive cross-sell / up-sell revenue streams.

Career History (cont’d).

Frontier Corporation; June 2001 – March 2007

Director of Sales, Major Markets; Commercial telecommunications services

Transformed under-performing sales and service organization for telecommunications provider. Managed account base of

2,300 commercial, government and institutional accounts.

Drove $2.9M (11.6%) revenue growth on $25M base and reduced customer churn by 72%.

Enabled by Objectives, Strategies and Tactics model and high-touch sales activity.

Doubled productivity of sales organization.

Increased forecast activity 240% by implementing OST methodology.

Improved sales skills and business acumen – designed and led courses in “Science of Selling” and “3-Day MBA”.

Eliminated waste by aligning systems, processes and personnel with growth strategy.

Accolades from officers and board members for initiatives to remove obstacles that impeded top line revenue

growth, customer service or drive activity inconsistent with core values.

Paetec Communications; June 1999 – May 2001

Regional Manager; Commercial telecommunications services

Launched new region for commercial telecommunications firm. Cash flow positive in 14 months.

$6M annual revenue base in two years.

Staffed two sales & service offices in three months (20 employees).

Developed marquee account base including University of Connecticut, Hartford Insurance, Peoples Bank, Yale

University, Fort James Corporation, United Technologies, LEGO Corporation, Konica Corporation, Connecticut State

University and Foxwood Resort and Casino.

AT&T Corporation; January 1992 – June 1999

Regional Sales Manager; Commercial telecommunications services

Managed B2B sales team for global telecommunication provider.

Improved national ranking from bottom 5% to top 30 in one year.

Aligned personnel with management objectives. Replaced poor performers and legacy mindsets.

Grew from $15.5M to $18M annual revenue in one year.

8% improvement - regional customer satisfaction rating.

Branch Manager, Strategic Pricing

Developed pricing strategy and process to maximize sales and profit margins.

3.2 % profitability improvement driven by improved pricing controls. Program installed nationwide.

Appointed to AT&T “Gold Club” for Outstanding Staff Performance.

Account Executive

Sold broad suite of business telecommunication services.

121% quota attainment over 5 years.

Three-time appointee; “Gold Club” for top 5 in region.

Seven-time winner: Regional Account Executive Quarterly Award.

Education:

Master of Business Administration, Bittner School of Business, St. John Fisher College, August, 2006.

Bachelor of Arts, English / Communication, State University of New York, Fredonia, December 1986.

Professional Selling Skills Trainer Certification, July, 2006.

Co-professional activities & affiliations:

Director, Board of Directors, Penfield Economic Development Corporation, 2003 – Present.

Volunteer, Committee Lead, Meals on Wheels of Rochester, NY. 2007 – Present.

Volunteer, several committees, Frontier Pioneers (community service organization).

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